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Lean Process Leader Articles

Process Excellence Makes Sales and Marketing Problems Solvable

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Sales and marketing executives in B2B companies seem to be working harder every year, yet consider some recent results: 62% of companies had difficulty making target revenues in 2014. (Forrester) 42% of all sales opportunities end in “No Decision.” (HubSpot) B2B companies are delaying contact with salespeople. (Google and the CEB) A pass bet at

After 13 Years, The Shingo Award

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shingo Institute Research Award

Back in 1996, after 20 years in industry, I was tired of working sixty hours per week as a salesman and sales manager for people who cared if I made my number, but couldn't assess the odds I faced or if I was doing a good a job.

The worst part was when my employers kept throwing roadblocks in the way of their own success. Anyone who has attempted to change a sales force from selling "products" to selling "solutions" knows the kind of things I'm talking about.

“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award

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shingo Institute Research Award
LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M. Huntsman School of Business at Utah State University, has awarded Michael Webb with the Shingo Research and Professional Publication Award for his work “Sales Process Excellence.” Webb is president of Sales Performance Consultants, Inc., an Atlanta-based thought leader in the emerging field of lean process excellence for sales performance and business growth.

Shingo Examiner Feedback on "Sales Process Excellence"

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shingo Institute Research Award
Submission Title: Sales Process Excellence Author Name(s): Michael J. Webb A team of Shingo examiners has provided the following feedback. The team rated the submission based on the following categories.

Content

Contribution to new knowledge and understanding of operational excellence

Michael Webb has articulated the why and how of continuous improvement in a context and with language and examples that will resonate for persons in sales and marketing. While the “market-in versus product-out” concept has been floating around in the lean world for many years, it has essentially been treated in the past as a footnote to lean manufacturing. Sales Process Excellence is directed squarely at sales and marketing and covers many more aspects of the selling process than previously seen. The author’s examples speak from personal experience and are very credible.

This groundbreaking book addresses a function that has not normally fallen into the lean or continuous improvement 3D-Book-Cover-with-ShingoInstitute-2015sawbadge-pngsphere. It gives a thorough explanation of how to use lean principles to improve the sales process, and uses a transformative approach and step-by-step process of the tools and systems that one would use to improve the sales process and makes them easily understandable for a non-lean practitioner. Each chapter presents a new tool that goes in-depth in providing the function of the tool as well as the effect it will have on the sales process. 

Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster

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socrates2Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO would be better off placing “pass” bets at the craps tables in Vegas, where the odds are 49.3%. In addition, according to CSO insights and Forrester Research, 62 percent of CEOs had trouble reaching revenue targets in 2014 and, in 2013, 42 percent of sales reps missed quota. No wonder average annual turnover among sales teams is about 40 percent. 

Do Highly Successful Companies Use Process Management Tools in Marketing and Sales?

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Do highly successful companies use process management tools in marketing and sales? You bet they do. Whether they know they are doing it is another matter, however. In fact, when companies TRY to apply lean and process tools to sales and marketing, they often get it wrong. Read this and you'll get it right.

What Distinguishes Sales Process Excellence from Sales Process Engineering?

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The term “sales process engineering” was defined nicely in a paper written by Dr. Paul Selden in 1994:

Sales process engineering is the systematic application of scientific and mathematical principles to achieve the practical goals of a sales process. 

Engineering is practical. It applies whatever scientific knowledge is available and relevant to a given problem. In sales process, the problem is to get people in your target market to take actions you want them to take. Such actions could include giving you their attention, their information, their trust, and ultimately, their money.

Financial Impact

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Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.

Need to Fix Low Sales Productivity?

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The three root causes of the silo-mentality that pervades sales and marketing management.

Generating Support For A Sales Quality Initiative

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By Michael J. Webb Quality initiative in sales - an impossible dream? With the right proposition and simple techniques, not only is it possible but it can also be a successful venture.